Partnerships Manager

Highlights

Country

Global (Remote), Offshore

Employment

Permanent

Salary

Salary will be discussed later

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 About Mercans

Mercans is a global leader in payroll and Employer of Record (EOR) services, revolutionizing how businesses expand and manage their international workforce. With a presence in over 160 countries, our proprietary global payroll SaaS platform and our team of local experts empower companies of all sizes to navigate the complexities of global expansion seamlessly and compliantly. We are on a mission to simplify global HR and are looking for passionate, driven individuals to join our growing team.

Position Summary

We are seeking a dynamic and results-oriented Partnerships Manager to build, manage, and scale our strategic partner ecosystem. This role is critical to Mercans’ growth strategy, focusing on identifying, recruiting, and nurturing relationships with a specific set of channel partners. You will be responsible for building a robust pipeline and driving revenue growth through alliances with global, regional, and local HCM providers, payroll outsourcing firms, system integrators, global advisory firms, and leading law firms. The ideal candidate will have a proven track record in building successful B2B partnerships within the SaaS, HR Tech, or global business services industry.

Key Responsibilities

• Strategy & Development:
  • Develop and execute a comprehensive partnership strategy focused on establishing and scaling alliances with a defined set of partners, including:
  • Human Capital Management (HCM) providers (global, regional, and local).
  • Payroll outsourcing firms and Professional Employer Organizations (PEOs).
  • System Integrators (SIs) specializing in HR and finance transformations.
  • Global advisory and procurement advisory firms (e.g., Big Four).
  • Leading law firms with global employment and corporate practices.
  • Identify and analyze new partnership opportunities within these categories to extend our market reach and enhance our value proposition.
  • Define partnership tiers, engagement models, and joint value propositions to create mutually beneficial relationships.
• Partner Recruitment & Onboarding:
  • Proactively identify, source, and engage potential partners that fit our ideal partner profile.
  • Lead negotiations for partnership agreements, including referral terms, co-marketing commitments, and integration requirements, in collaboration with the legal team.
  • Oversee the partner onboarding process, ensuring partners are equipped with the necessary knowledge, tools, and resources to be successful.
• Relationship Management & Enablement:
  • Cultivate and nurture long-term, trusted relationships with key stakeholders at our partner organizations.
  • Serve as the primary point of contact for the partner portfolio, ensuring partner satisfaction and engagement.
  • Develop and deliver partner enablement programs, including training, sales collateral, and marketing materials, to help partners effectively position and sell Mercans’ services.
  • Conduct regular business reviews (QBRs) with top partners to review performance, identify opportunities, and strengthen the relationship.
• Performance & Collaboration:
  • Collaborate closely with the Sales team to ensure a smooth handover and conversion of partner-sourced leads.
  • Work with the Marketing team to develop and execute joint marketing campaigns, webinars, and events to drive lead generation.
  • Track, analyze, and report on key performance indicators (KPIs), including partner-sourced pipeline, revenue, and overall ROI of the partnership program.
  • Utilize our CRM (e.g., Salesforce) to manage the partner pipeline and provide transparent reporting to stakeholders.

Qualifications & Skills

Required:

• Bachelor’s degree in Business Administration, Marketing, or a related field.
• 5+ years of experience in a partnerships, channel sales, or business development role, preferably within a B2B SaaS, HR Tech, Payroll, or EOR company.
• Proven track record of successfully recruiting, managing, and scaling a partner ecosystem that consistently met or exceeded revenue targets.
• Strong negotiation skills with experience in structuring and closing complex partnership agreements.
• Exceptional communication and presentation skills, with the ability to articulate a clear and compelling value proposition to diverse audiences.
• A strategic thinker with strong analytical skills and a data-driven approach to decision-making.
• Self-starter with the ability to work independently in a fast-paced, global environment.

Preferred:

• An existing, active network of contacts within HCM providers, system integrators, global advisory firms, and/or corporate law firms.
• Experience working with Human Capital Management (HCM) platforms like Workday, SAP SuccessFactors, Oracle, etc.
• Familiarity with CRM and partnership management tools (e.g., Salesforce, PartnerStack, Impartner).
• Experience working in a remote-first, globally distributed team.